COURSE GUIDE Course schedule subject to change. Visit www.PSATEC.com for complete session content and the current schedule - PSA Security Network
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COURSE GUIDE Course schedule subject to change. Visit www.PSATEC.com for complete session content and the current schedule.
TABLE OF CONTENTS
Pricing and Hotel Information.................................. 3
Education Program Highlights ............................... 4
TEC Schedule At-a-Glance .......................................... 5
TEC Virtual Schedule ....................................................... 6
Session Schedule by Day .............................................. 7 - 14
Monday ............................................................................... 7 - 8
Tuesday ............................................................................... 9 - 12
Wednesday ....................................................................... 12 - 13
Thursday ............................................................................. 13 - 14
A-Z Session Descriptions ............................................... 15 - 37
2021 CERTIFICATIONS
AMAG Symmetry Essentials Certification ($850)
Bosch G Series Certification
C•CURE 9000 System Installer/Maintainer - AC9001 ($2,200)
exacqVision Technical Reseller Training
Lenel OnGuard Hardware & Software Fundamentals ($1,800)
LifeSafety Power Certification - Basics and New
OSDP Bootcamp ($595)
Partner Alliance for Safer Schools (PASS) Partner Program Training ($195)
SIA Certified Security Project Manager (CSPM) Exam (Handled by SIA)
SIA Security Project Management Training Workshop ($995)
ZKTeco Lenel OnGuard BioPack Certification for Biometric Elevated Temp
ZKTecoUSA Pro-Series Certification ($199)
www.PSATEC.com • #PSATEC 2
PRICING AND HOTEL INFORMATION
Early Bird Pricing Ends MArch 4, 2021!
FULL CONFERENCE PASS EXHIBITS ONLY
PSA OWNERS/MEMBERS & USAV MEMBERS MON TUES WED THUR
Registration Opens February 8
EARLY BIRD STANDARD
3 4 5 6
$949 $1,099
Access to all meals and networking events. Select sessions may have additional fees.
GENERAL ATTENDEES
PSA is offering Exhibits
Registration Opens February 15
Only passes at no cost
for one day access to
EARLY BIRD STANDARD
the exhibit floor on
$1,099 $1,249 Wednesday, May 5.
Access to all meals and networking events. Select sessions may have additional fees. All attendees must register
in advance of the event at
www.PSATEC.com
VIRTUAL ATTENDEES
Exhibits Only passes do not
include access to education
EARLY BIRD STANDARD sessions or meals.
$475 $549
Access to sales, procurement and nexgen sessions on the virtual platform.
W
NEVE
O US
I
R
PSA Training Bucks
A L
PS XC
E PSA Training Bucks can be used to cover TEC registration fees, travel expenses
and hotel accommodations.
Visit www.PSATEC.com for the reimbursement form
TEC 2021 HOST HOTEL
Sheraton Denver Downtown
BOOK BY APRIL 12 TO
1550 Court Pl
LOCK IN THE
Denver, CO 80202 DISCOUNTED ROOM
303.893.3333 RATE:
$229 / NIGHT
Book Now:
www.PSATEC.com
www.PSATEC.com • #PSATEC 3EDUCATION OVERVIEW
LEARNING TRACKS
TEC has education for every department of a systems integration
TEC hosts company. Learn more about TEC Learning Tracks:
education CERTIFICATION
designed for Validate your knowledge and skills and obtain some of the most well-known
certifications programs from leading industry associations and vendors, ranging
all systems
from half-day to four-day courses.
CYBERSECURITY
integration Gain insight on cybersecurity issues and learn how to protect your company
during these sessions presented by industry experts. This track provides attendees
professionals, an opportunity to research and discuss the latest standards, trends, and best
practices in cybersecurity while discovering products, tools, and procedures they
from newcomers can apply in their offices or with their clients in the field.
to industry vets. EXECUTIVE LEADERSHIP
This track offers sessions designed for the executive leaders at your company. Look
ahead to what will keep your company best positioned for future challenges and
achievements.
Keep an eye out for
MANAGED SERVICES / RMR
the virtual marking Explore sessions focused on the technologies and best practices from industry
throughout the course and financial pros designed to help RMR become a reality in your company.
Attendees will identify recurring revenue streams and managed service
guide. These sessions opportunities that provide value to customers and integrators alike and discover
are available on the how their businesses can receive recurring revenue every single month – a
predictable income!
online platform:
MANAGEMENT
Are you a business owner or manager looking to maximize your leadership role?
VIRTUAL Find sessions designed to provide you with a better understanding of emerging
industry trends and topics in leadership and organizational development.
SESSION Attendees can enhance their leadership capabilities and cultivate and empower
organizations that create lasting results.
MARKETING
Stay current on marketing techniques being utilized in the industry and discuss
plans for growing your brand, this track offers education for professionals looking
Peer-led sessions to put their companies in front of the rest.
from PSA committees OPERATIONS
are among the most Discover the project management concepts that drive operational efficiency,
increase productivity, and improve quality standards for managing systems
popular at TEC: integration projects. The operations track focuses on the application of operations
principles, project management, and business practices.
COMMITTEE PROCUREMENT
Step through a series of sessions designed to help purchasing professionals
SESSION navigate common pitfalls and improve processes. The procurement track focuses
on learning and engaging with industry peers and vendors about continuous
improvement with stakeholders and successful implementation of purchasing
and procurement best practices.
SALES
Next Generation Get an edge on your competitors by attending sessions aimed at arming
attendees with solutions, approaches, and strategies to grow your customer base
education schedule and support your sales efforts. Attendees will learn how to apply these techniques
powered by USAV: directly to specific marketing initiatives and sales challenges for positive results.
TECHNICAL
Sessions under the technical track are hands-on and technically specific in nature.
NEXGEN Attendees will discover technologies driving industry growth and competition, and
learn how to leverage the technologies to benefit their organization.
SESSION
*Sessions are marked with colored icons throughout the guideSCHEDULE AT-A-GLANCE
MONDAY, MAY 3
7:00 AM - 8:00 AM Breakfast for Certification Attendees
8:00 AM - 11:30 AM Certifications
11:30 AM - 1:00 PM Lunch
1:00 PM - 5:00 PM Certifications and General Education Sessions
5:30 PM - 7:00 PM Welcome Reception
TUESDAY, MAY 4
7:30 AM - 9:00 AM Opening Keynote with Breakfast
9:00 AM - 11:25 AM Certifications and General Education Sessions
11:30 AM - 1:00 PM Vendor Awards Lunch
1:00 PM - 5:00 PM Certifications and General Education Sessions
WEDNESDAY, MAY 5
7:00 AM - 9:00 AM Breakfast
7:00 AM - 8:45 AM PSA Stockholder’s Meeting with Breakfast
PSA TEC EXHIBIT HALL
ONE DAY ONLY! 9:00 AM - 4:00 PM
11:30 AM - 1:00 PM Lunch
3:00 PM - 4:00 PM Exhibit Reception
THURSDAY, MAY 6
7:00 AM - 8:00 AM Breakfast
8:00 AM - 11:50 AM Certifications and General Education Sessions
12:00 PM - 1:00 PM Lunch
1:00 PM - 5:00 PM Certifications
www.PSATEC.com • #PSATEC 5VIRTUAL PROCUREMENT TRACK
Tuesday, May 4 • 11:15 AM - 12:45 PM Purchasing Best Practices: Integrator Tips & Tricks
Tuesday, May 4 • 10:00 AM - 11:00 AM Purchasing Planning Post COVID-19
Wednesday, May 5 • 10:00 AM - 11:00 AM Vendor and Integrator Roundtable & Breakouts
Wednesday, May 5 • 11:15 AM - 12:15 PM Navigating PSA Purchasing Processes & Resources
Thursday, May 6 • 10:00 AM - 11:00 AM HID Credentials/Reader Part Numbers Q & A
Thursday, May 6 • 11:15 AM - 12:15 PM Maximizing the Use of D-Tools as a PSA/USAV Member
Thursday, May 6 • 1:00 PM - 3:00 PM Meet Your Vendor Partners
VIRTUAL SALES TRACK
Monday, May 3 • 1:00 PM - 2:00 PM The Benefits of Data-Driven Digital Signage to Make Smarter Decisions
Monday, May 3 • 2:25 PM - 3:25 PM Improving Sales Organization Performance
Monday, May 3 • 3:50 PM - 4:50 PM Building a Stronger Business Post-Pandemic with Intelligent Video
Tuesday, May 4 • 9:00 AM - 10:00 AM Fifteen Ideas to Leading a Virtual Sales Call
Tuesday, May 4 • 10:25 AM - 11:25 AM The Age of Voice: Intelligent Voice Communications as the New Value Hub
Tuesday, May 4 • 1:00 PM - 12:00 PM Inside The Mind Of Your Prospect - How To Sell With Contagious Energy
Tuesday, May 4 • 2:25 PM - 3:25 PM Using Individual Sales Plans To Increase Sales Performance
Tuesday, May 4 • 3:50 PM - 4:50 PM The State of the Cannabis Market and Video Surveillance
Thursday, May 6 • 8:00 AM - 9:00 AM Surveillance Storage in Todays World - What Do Your Clients Really Need?
Thursday, May 6 • 9:25 AM - 10:25 AM Leveraging a Hyper-Converged Infrastructure for Video Surveillance
VIRTUAL NEXGEN TRACK
Monday, May 3 • 1:00 PM - 2:00 PM Creating a Culture of Excellence
Monday, May 3 • 2:25 PM - 3:25 PM Colliding of Industries: Fact or Fiction?
Create New Solutions with Evolving Workspaces - Want to Know the
Monday, May 3 • 3:50 PM - 4:50 PM
Secret?
Tuesday, May 4 • 9:00 AM - 10:00 AM Blockchain: What Is It and What Do I Need to Know?
Tuesday, May 4 • 10:25 AM - 11:25 AM Get’n Stuff Done: How to Execute! Concepts Of Projects vs Operations
Staying Relevant in a Virtual World: Optimizing Marketing Both In-Person
Tuesday, May 4 • 1:00 PM - 2:00 PM
and Virtual
Tuesday, May 4 • 2:25 PM - 3:25 PM Telling the Story through Data and Visualization Tools
Tuesday, May 4 • 3:50 PM - 4:50 PM Top Cyber Threats in Systems Integration You Need to Know About
Thursday, May 6 • 8:00 AM - 9:00 AM How to Expand My Services Internationally
www.PSATEC.com • #PSATEC 6SCHEDULE OVERVIEW MONDAY
MONDAY, MAY 3
7:00 AM - 8:00 AM Breakfast for Certification Attendees
8:00 AM - 5:00 PM Advanced Project Management* ($)
8:00 AM - 5:00 PM AMAG Symmetry Essentials Certification* ($)
8:00 AM - 5:00 PM C•CURE 9000 System Installer/Maintainer - AC9001* ($)
8:00 AM - 5:00 PM exacqVision Technical Reseller Training
8:00 AM - 5:00 PM Lenel OnGuard Hardware and Software Fundamentals* ($)
8:00 AM - 5:00 PM SIA Security Project Management Training Workshop (SPM)* ($)
11:30 AM - 1:00 PM Lunch
1:00 PM - 2:00 PM Creating a Culture of Excellence
1:00 PM - 2:00 PM Critical Environmental Monitoring as a Managed Service
1:00 PM - 5:00 PM HID 101 Mobile Access, Reader Manager and OSDP Training
1:00 PM - 5:00 PM IBC 2018/2021 Codes and NFPA 80 - 2019 - Codes Which Affect Access Control Projects
1:00 PM - 2:00 PM Must-Have Digital Marketing Tools for the Modern Integrator and AV Company
1:00 PM - 2:00 PM PSA Cybersecurity Committee: CIS Controls – Operationalize and Go From 0 to 60!
1:00 PM - 2:00 PM PSA Operations Committee: Important KPIs to Consider for Your Operations Team
Recurring Revenue & The Cloud – Adopting Cloud-Based Technology to Help Improve Efficiency,
1:00 PM - 2:00 PM
Offer Better Services & Increase Recurring Revenue
1:00 PM - 2:00 PM Taking Security to The Edge - Design and Implementation of Wireless Connectivity to Edge Devices
1:00 PM - 2:00 PM The Benefits of Data-Driven Digital Signage to Make Smarter Decisions
1:00 PM - 2:00 PM The Future of Access Control
1:00 PM - 2:00 PM What Attracts the Next Generation of Talent to Our Industry?
2:25 PM - 3:25 PM 7 Reasons the Connected Business Process Improves Growth & Profitability
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
7
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSCHEDULE OVERVIEW MONDAY
2:25 PM - 4:50 PM Beyond KPI’s - Forecasting
2:25 PM - 3:25 PM Can a Regulated Utility Move its Security to the Cloud?
2:25 PM - 3:25 PM Colliding of Industries: Fact or Fiction?
Contactless Access Control and Management: Using Turnstiles During the “New Normal” and
2:25 PM - 3:25 PM
Beyond
2:25 PM - 3:25 PM How Integrators Can Turn Their Cybersecurity into More Sales
2:25 PM - 3:25 PM How to Use Mass Notification System for Scattered Workplace Communication
2:25 PM - 3:25 PM Improving Sales Organization Performance
2:25 PM - 3:25 PM Partner Alliance for Safer Schools (PASS) - Review of New 5th Edition Guidelines and Checklist Tool
2:25 PM - 3:25 PM Read (Hidden) Emotions – Know What Others are Thinking and Feeling
Using Today’s Video Technologies to Create a Path to Business Resilience by Attaching Higher RMR
2:25 PM - 4:50 PM
Service Models
2:25 PM - 4:50 PM ZKTecoUSA Pro-Series Certification
3:50 PM - 4:50 PM Building a Stronger Business Post-Pandemic with Intelligent Video
3:50 PM - 4:50 PM Create New Solutions with Evolving Workspaces - Want to Know the Secret?
3:50 PM - 4:50 PM Cyber Risk Transfer and Incident Response You’ve Been Breached - What Happens Next?
3:50 PM - 4:50 PM Define Your Credential Strategy, or Others Will Define It for You!
3:50 PM - 4:50 PM Leverage Technology to Grow Your RMR
3:50 PM - 4:50 PM PSA Emerging Technologies Committee: Technologies Making an Impact Today
3:50 PM - 4:50 PM PSA Sales & Marketing Committee: Keys to Selling in the New Normal
The Importance of Growth Paths: Compensation Calibration, Bonus Plans, & Performance
3:50 PM - 4:50 PM
Management
3:50 PM - 4:50 PM The Power of Peers: Growing in Community with a Small Group
WELCOME RECEPTION Monday, May 3 • 5:30 PM - 7:00 PM
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
8
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSCHEDULE OVERVIEW TUESDAY
TUESDAY, MAY 4
STATE OF THE INDUSTRY DON’T MISS TEC’S MOST
POPULAR SESSION!
Tuesday, May 4 • 7:30 AM - 9:00 AM
9:00 AM - 5:00 PM Advanced Project Management* ($)
9:00 AM - 5:00 PM AMAG Symmetry Essentials Certification* ($)
9:00 AM - 10:00 AM A New Way of Looking at the Value of Security Companies!
9:00 AM - 10:00 AM Are Gender Communication Gaps in the Workplace Growing or Shrinking?
9:00 AM - 10:00 AM Are You Living on the Edge?
9:00 AM - 10:00 AM Are You Locking Doors but Leaving the “Windows” Open?
9:00 AM - 10:00 AM Blockchain: What Is It and What Do I Need to Know?
9:00 AM - 5:00 PM Bosch G Series Certification*
9:00 AM - 5:00 PM C•CURE 9000 System Installer/Maintainer - AC9001* ($)
9:00 AM - 10:00 AM Fifteen Ideas for Leading a Virtual Sales Call
9:00 AM - 5:30 PM Hanwha Techwin America Wisenet Professional Certification*($)
9:00 AM - 10:00 AM How Community and Public Relations Can Help Grow Your Business
9:00 AM - 11:25 AM Integrated Thinking in Security Design and Selling Lessons Learned from a Pandemic
9:00 AM - 5:00 PM Lenel OnGuard Hardware and Software Fundamentals* ($)
9:00 AM - 10:00 AM Maximizing the Use of D-Tools as a PSA/USAV Member
9:00 AM - 5:00 PM OSDP Bootcamp ($)
9:00 AM - 5:00 PM Partner Alliance for Safer Schools (PASS) Partner Program Training ($)
9:00 AM - 10:00 AM Remote Power Management: The First Step to Troubleshooting Any Solution
9:00 AM - 5:30 PM SIA Security Project Management Training Workshop (SPM)* ($)
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
9
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSCHEDULE OVERVIEW TUESDAY
9:00 AM - 10:00 AM Technically Speaking - Taking The Fear Out of Presenting Technical Topics
9:00 AM - 10:00 AM The Cyber Hygiene Perfecta - How Integrators Can Secure What They Sell
9:00 AM - 10:00 AM The Great Divide: Interdepartmental Conflict Resolution
10:25 AM - 11:25 AM An Introduction to Ultra-Wideband (UWB) Connectivity
10:25 AM - 11:25 AM Career Transformation: A Journey of Self Discovery
10:25 AM - 11:25 AM Creative Ways to Compensate Key Employees
10:25 AM - 11:25 AM Get’n Stuff Done: How to Execute! Concepts Of Projects vs Operations
10:25 AM - 11:25 AM Having the Tough Conversation
10:25 AM - 11:25 AM Licensing and Compliance Revisited
10:25 AM - 11:25 AM Monetize Your Training Opportunity: Impress Your Customers
PSA Emerging Technologies Committee: Emerging Technology – What’s Coming Down
10:25 AM - 11:25 AM
the Pipeline?
PSA Leadership Committee: Managing Growth – Considerations, Strategies and Tips for
10:25 AM - 11:25 AM
Expanding Your Business
10:25 AM - 11:25 AM Starting a Marketing Plan – Marketing 101
10:25 AM - 11:25 AM The Age of Voice: Intelligent Voice Communications as the New Value Hub
10:25 AM - 11:25 AM Trends in MSSP Solution Sales
AWARDS LUNCH Tuesday, May 4 • 11:30 AM - 1:00 PM
1:00 PM - 2:00 PM 15 Cybersecurity Controls Every Security VAR Should Deploy
1:00 PM - 2:00 PM Cultivating and Keeping Young Talent Through Inclusion
How to Increase Customer Traffic with Touchless Visitor Management & Body Temperature
1:00 PM - 2:00 PM
Detection
1:00 PM - 2:00 PM Identity Management, a Critical Security Vulnerability
1:00 PM - 2:00 PM Inside The Mind Of Your Prospect - How To Sell With Contagious Energy
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
10
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSCHEDULE OVERVIEW TUESDAY
Leading Effective Strategic Planning Sessions, Key Ingredients for Success vs Just Another
1:00 PM - 2:00 PM
Off-Site Event
1:00 PM - 2:00 PM PSA Managed Services Committee: From Old Box Mentality to a Modern Approach
PSA Sales & Marketing Committee: Navigating the New Normal with Social Networks
1:00 PM - 2:00 PM
for Marketing
1:00 PM - 2:00 PM Staying Relevant in a Virtual World: Optimizing Marketing Both In-Person and Virtual
1:00 PM - 2:00 PM The Fastest Way To Immediate Sales
1:00 PM - 2:00 PM The M&A Market for Technology Integrators is Evolving - Why it Matters to You
The Threat of Industrial Espionage & How to Counter it Through Technical Security Countermeasures
1:00 PM - 2:00 PM
(TSCM)
Why Can’t We Be Friends? Healing the Rift Between Sales and Operations in Systems Integration
1:00 PM - 3:25 PM
Organizations
2:25 PM - 3:25 PM Door Interlocks: Applications and System Design
2:25 PM - 3:25 PM GSA Contracting for Rookies and Seasoned Veterans: The New Consolidated GSA Contract Program
2:25 PM - 3:25 PM How Buyers Value Integrators in both a COVID-19 and Post-COVID-19 Environment
2:25 PM - 3:25 PM How to Handle Objections in the 2020’s
2:25 PM - 3:25 PM How to Secure Your Edge Switches from a Network Intrusion
2:25 PM - 3:25 PM Moving from Security Systems Integration to a Managed Services Model
PSA Cybersecurity Committee: Quantifying the Effectiveness of Physical Security and
2:25 PM - 3:25 PM
Cybersecurity Deployments Using Probability Theory
2:25 PM - 3:25 PM PSA Leadership Committee: Back to the Office – How to Manage the Return to Work
Remote bSMART® Entry Assessments - Partnering with PSA Member and PSA for Customer
2:25 PM - 3:25 PM
Success
2:25 PM - 3:25 PM Telling the Story through Data and Visualization Tools
2:25 PM - 3:25 PM The Cloud and You: Moving to and Operating Applications in the Cloud
2:25 PM - 3:25 PM The Necessity and Power of an Aligned Company Culture – Actively Building It Every Day
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
11
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSCHEDULE OVERVIEW TUESDAY - WEDNESDAY
2:25 PM - 3:25 PM Using Individual Sales Plans To Increase Sales Performance
3:50 PM - 4:50 PM Effectively Managing Sales and Operations to Maximum Effectiveness
3:50 PM - 4:50 PM Employee Misclassification - Is Your Contractor Really a Contractor?
3:50 PM - 4:50 PM Five Ways to Improve Your Digital Presence Now
3:50 PM - 4:50 PM Is Your Warehouse the Heart of Your Organization or a Black Hole?
3:50 PM - 4:50 PM Next Gen AI Video Analytics Platform
3:50 PM - 4:50 PM PSA Operations Committee: Hiring, Training and Retention of Employees
3:50 PM - 4:50 PM State of the Integrator
3:50 PM - 4:50 PM The AWS Shared Responsibility Model - Cyber & Information Security from AWS to the Customer
3:50 PM - 4:50 PM The State of the Cannabis Market and Video Surveillance
3:50 PM - 4:50 PM Top 5 Lead Generation Strategies for Small to Medium-Sized Security and AV Companies
3:50 PM - 4:50 PM Top Cyber Threats in Systems Integration You Need to Know About
3:50 PM - 4:50 PM Why Selling Audio Solutions Makes Sense Now
WEDNESDAY, MAY 5
7:00 AM - 9:00 AM Breakfast
7:00 AM - 8:30 AM Breakfast with PSA Stockholder’s Meeting (PSA OWNERS ONLY)
8:00 AM - 5:00 PM AMAG Symmetry Essentials Certification* ($)
8:00 AM - 5:00 PM Bosch G Series Certification*
8:00 AM - 5:00 PM C•CURE 9000 System Installer/Maintainer - AC9001* ($)
8:00 AM - 11:00 AM Hanwha Techwin America Wisenet Professional Certification* ($)
8:00 AM - 5:00 PM Lenel OnGuard Hardware and Software Fundamentals* ($)
8:00 AM - 11:00 AM SIA Security Project Management Training Workshop (SPM)* ($)
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
12
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSCHEDULE OVERVIEW WEDNESDAY - THURSDAY
VENDOR SHOW
WEDNESDAY
Wednesday, May 5 • 9:00 AM - 4:00 PM
DON’T MISS THE PSA TEC
EXHIBIT HALL
5
PSA Stockholder Meeting
Full-day sessions on Wednesday will break for an Exhibit Show
extended lunch period to allow participants to visit the Certifications
exhibit hall. Networking Happy Hour
11:30 AM - 1:00 PM Lunch
1:00 PM - 5:00 PM SIA Certified Security Project Manager (CSPM) Exam
EXHIBIT SHOW RECEPTION
Networking Happy Hour
Wednesday, May 5 • 3:00 PM - 4:00 PM Join your peers and our sponsors for an hour of networking!
THURSDAY, MAY 6
7:00 AM - 8:00 AM Breakfast
8:00 AM - 5:00 PM AMAG Symmetry Essentials Certification* ($)
8:00 AM - 10:25 AM A Security Consultant’s Secrets of Selling the Business Value of Security
8:00 AM - 5:00 PM C•CURE 9000 System Installer/Maintainer - AC9001* ($)
8:00 AM - 9:00 AM Developing and Deploying Deep Learning Solutions for the Security Industry
8:00 AM - 9:00 AM Division 8 and 28: Collaborating with Partners to Best Serve End Users
8:00 AM - 11:50 AM Field Management of Security and Systems Projects ($)
8:00 AM - 9:00 AM HID Credentials/Reader Part Numbers Q & A
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
13
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSCHEDULE OVERVIEW THURSDAY
8:00 AM - 9:00 AM How to Expand My Services Internationally
8:00 AM - 9:00 AM How to Identify and Resolve Frequent Challenges in Physical Security
8:00 AM - 9:00 AM How To Mitigate Vehicle Strikes with Crash-Rated Barriers
8:00 AM - 5:00 PM Lenel OnGuard Hardware and Software Fundamentals* ($)
8:00 AM - 11:50 AM LifeSafety Power Certification - Basics and New
8:00 AM - 9:00 AM PSA Managed Services Committee: Managed Service Adoption Success Stories
8:00 AM - 9:00 AM Surveillance Storage in Today’s World - What Do Your Clients Really Need?
8:00 AM - 10:25 AM The Acquisition Process from a Company Perspective
8:00 AM - 9:00 AM Video - Cloud Configuration and System Design
8:00 AM - 10:00 AM ZKTeco Lenel OnGuard BioPack Certification for Biometric Elevated Temp
9:25 AM - 10:25 AM Building Cloud Infrastructure With an RMR Model
9:25 AM - 10:25 AM Cloud Video Surveillance in a Cyber Secure World
9:25 AM - 10:25 AM Comprehensive Approach for Customer Acquisition and Retention
Digital Twins as a Means for Maximizing Design, Implementation, Operations, and System Support
9:25 AM - 10:25 AM
Success (and Profitability)
9:25 AM - 10:25 AM Electronic Locking Devices for Access Control Systems
9:25 AM - 10:25 AM Generate High-Value Video RMR with Remote Guarding
9:25 AM - 10:25 AM Leveraging a Hyper-Converged Infrastructure for Video Surveillance
9:25 AM - 10:25 AM Phishing and Malware and Botnets: What to Look Out for in the COVID-19 Era
9:25 AM - 10:25 AM Technical Expectations of Today’s Integrators
10:50 AM - 11:50 AM Compliance in the New Normal: Minimizing Risk by Leveraging Security Video
10:50 AM - 11:50 AM Evolution of Audio - Monitoring and Surveillance Solutions
10:50 AM - 11:50 AM Surveillance Privacy Best Practice; Digital Transparency, Notice and Meaningful Consent
10:50 AM - 11:50 AM Understanding Alyssa’s Law
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
14
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSESSION DESCRIPTIONS A
15 Cybersecurity Controls Every Security VAR A new business model, known as a Hybrid, blends RMR
Should Deploy and integrator revenue. Ron Davis, whose company Davis
Joel Rakow, Partner, Cybersecurity for Building Systems, Mergers & Acquisitions Group originated this term, Hybrid,
Fortium Partners explains how the valuation of each corporate entity is
Tuesday, May 3 • 1:00 PM - 2:00 PM determined. He describes how a thoughtful and detailed
Today’s security systems frequently include hundreds of business plan can assist in building a more successful
IoT devices, all connected to both the Internet and to the corporation that will increase its value over the years to the
building’s owners’ and tenants’ computer systems. These time when the owner decides to sell the company.
provide back doors dreaded by all CIOs. What is unique
to security system VARs is that they perform most of their A Security Consultant’s Secrets of Selling the
work inside the network perimeter of their customers. This Business Value of Security
means the cybersecurity standards and frameworks, such as Paul Boucherle CPP CSC, Principal, Matterhorn Consulting
NIST, ISO, GDPR, CIS and others, do not readily apply to the LLC
work performed by PSA members. Consequently, each VAR Thursday, May 6 • 8:00 AM - 10:25 AM
must use NIST 8228 IR to determine their own cybersecurity As a security consultant you are hired for your skills,
hygiene. This hygiene is determined by considering the experiences, credentials, and reputation. Delivering
systems the VAR sells and the markets they serve. In almost actionable results is a vastly different skill stack. To achieve
all cases there are 15 security controls that every VAR should a successful business outcome, you must know how to sell
deploy for every installation. This presentation discusses professionally to a diverse group of stakeholders. This session
the security controls and places “cybersecurity hygiene” in is designed to enable system integrator’s to approach new
the context of NIST 8228 and how this can make life better security/safety problems with new diverse stakeholders more
between the VAR and CIOs. effectively. Take a bigger picture perspective when selling
business outcomes by improving your sales skill stack. This
7 Reasons The Connected Business Process will be a very interactive session and will share a simple yet
Improves Growth & Profitability effective process. With the pandemic of 2020 you may have
Arturo Bravo, Director of Operations - Deployment & Client experienced some of the challenges of working with so many
Services, WeSuite different new stakeholders and department agendas. Bring
Francis Kamp, President, Black Leaf Solutions, LLC them and share them during this session, we all learn from
Tracy Larson, President, WeSuite each other in this industry!
John Nemerofsky, COO, SAGE Integration
Samantha Perry, Senior Account Executive, WeSuite Advanced Project Management* ($)
Monday, May 3 • 2:25 PM - 3:25 PM Nadim Sawaya, Principal, Enterprise Performance
In examining your security integration business, do you lose Consulting (EPC)
time and money due to disconnected business processes? Monday, May 3, 8:00 AM - Tuesday, May 4, 5:30 PM
Do you lack visibility into key metrics needed to validate This course is designed for project managers and project
direction and make decisions? Do you find manual processes leads who are involved in managing security and systems
are eating away resource time and exposing your business to projects. The course provides a practical guide on how to
increased risk, or growth is not possible due to inefficiencies play the construction game. It also introduces the whole
throughout the process? Implementation of new business organization to the principles and concepts of effective
software is needed, however you fear the time, deployment project management. Sales teams will also benefit from
process, technology refresh, and costs. We’re here to help this course. What will be covered: overview of project
take away the fear and expose key reasons implementing management principles and best practices, how to
a connected process in your business saves money, lowers accurately estimate security projects, and manage the
risk, enables growth and increases profitability. Join our business side of security and systems projects.
panel of seasoned experts, who have worked with hundreds
of companies of all sizes, to discuss problems solved by the AMAG Symmetry Essentials Certification* ($)
implementation of connected sales and ERP solutions and Moses Ramos, Training Manager, AMAG Technology
the importance of technology infrastructure and system Monday, May 3, 8:00 AM - Thursday, May 6, 5:00 PM
management. This course will provide in-depth instruction on the features
and capabilities, hardware installation, software installation
A New Way of Looking at the Value of Security processes, hardware troubleshooting techniques, initial setup
Companies! and configuration of the Symmetry Security Management
Ron Davis, President, Davis Mergers & Acquisitions Group System for a single site. In addition, an overview of basic
Tuesday, May 4 • 9:00 AM - 10:00 AM networking fundamentals will be provided. A hands-on
Traditional RMR companies have historically been valued practical test and a written exam will be administered for
at a multiple rate. The larger the company, the more RMR, certification.
the higher the multiple. Integrators are valued at a multiple Note: You must be a certified VAR for this company in order
of EBITDA, (or profitability) depending on their size and to register for this session.
ranging from perhaps 4X to 7X, including annual revenue.
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
15
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSESSION DESCRIPTIONS A - B
An Introduction to Ultra-Wideband (UWB) Are You Living on the Edge?
Connectivity Kelly Lake, Director Global Strategic Alliances, Zenitel
Marcia Laudert, Regional Account Manager, HID Global - Jody Ross, Vice President, Sales, AMAG Technology
PACS Tuesday, May 4 • 9:00 AM - 10:00 AM
Tuesday, May 4 • 10:25 AM - 11:25 AM We are all “Living on the Edge” today – pushing boundaries
This session will be an introductory discussion on UWB (Ultra- and setting new standards for an IT-driven marketplace,
Wideband) technology: what it is, how it works and how it is supported by intelligent edge and mobile technology that
expected to transform our future connectivity experiences. enables easy, frictionless, interoperable, and secure solutions.
In the access control world, UWB can support a hands-free Every day you engage customers who need to solve very
access experience in which an authorized user is granted specific problems, unique to their businesses. As you seek
access through a controlled portal without intrusive actions, to understand their challenges and provide guidance,
while maintaining or enhancing the level of security. Other you are also dealing with accelerating trends in digital
new user experiences, such as those around indoor location transformation that are pushing your customers to address
services, will also take advantage of the unique positioning fundamental business optimization issues. By providing
capabilities of UWB technology. HID is a Sponsor member of solutions that are driven by these trends, with seamless
the FiRaTM Consortium (https://www.firaconsortium.org), a interoperability and flexible system architectures, you enable
non-profit organization that is dedicated to the development your customers to optimize their operations, reduce risk
and widespread adoption of seamless user experiences using while minimizing cost, and intelligently analyze their data
the secured fine ranging and positioning capabilities of to respond faster and make better real-time decisions. In
interoperable Ultra-Wideband (UWB) technologies. this session, we will be aligning the use cases you uncover
every day with global IT and Security trends such as digital
Are Gender Communication Gaps in the Workplace transformation, IoT, mobility, and intelligent analytics. By
Growing or Shrinking? aligning your business with these trends, you can be on the
Janet Dabice, President, Defined Marketing front edge of what it means to be a value-added reseller,
Cameron Javdani, President, SoundSecure becoming a trusted advisor, and bringing increased value to
Mary Beth Shaughnessy, ISC Event Director, Reed Exibitions your customers. Join us to explore the emerging technology
Tuesday, May 4 • 9:00 AM - 10:00 AM architecture, use cases that leverage it, and how access
Presented by the SIA Women in Security Forum, this session control, communications, video, and data management can
will focus on workplace gender communication gaps: why be unified into a complete ecosystem platform, allowing your
men and women communicate differently, and how to customers to position their security programs as a business
process and address the differences to influence progress driver – creating healthier buildings and benefiting their
and change. For this to happen successfully, men and entire companies.
women need to be involved in the conversation and in the
solution together; Communication spawns awareness and Are You Locking Doors but Leaving the “Windows”
promotes fair and respectful workplaces. Women make up Open?
nearly half the workforce today. Women are embracing their Rob Kay, Global Director of Professional Services, Northland
power more than ever – but to really own it, barriers must Controls
be addressed. Do power plays work? Our panel will discuss Tuesday, May 4 • 9:00 AM - 10:00 AM
communication styles and how to avoid or respond to The security of credentials has been in the spotlight for
communication bias. Does the gender communication gap some time. This is an important step in reducing the risk
affect career growth? Do women suffer more consequences? your business is exposed to. However, this only addresses
Are communications styles changing during COVID-19, as a fraction of the communication protocols and mediums
work environments are increasingly remote and virtual? in use in an access control system. Following a recap of
Adaptive strategies will be shared on bridging the gap to credential security, this session will discuss the roadmap
promote more confident communications and reduce to end-to-end encryption and explore options to reduce
gender disparity. This panel of SIA Women in Security vulnerabilities on data in transit and at rest to achieve a
Forum members will explore how shrinking the gap creates holistic security solution.
opportunities for a more inclusive and supportive workplace,
resulting in happier employees who stick around longer. Beyond KPI’s - Forecasting
Inclusive and diverse workplaces are good for business! Brad Dempsey, CEO, Solutions360 Inc.
Please join us and participate in our conversation during this Monday, May 3 • 2:25 PM - 4:50 PM
interactive discussion. By now, we have all heard about KPI’s. They are the
foundation to begin taking financial and operational
control of your business. However, where do we go once we
have a grasp of our metrics? The next phase of analysis is
forecasting. Whereas a KPI can be a leading indicator of what
may happen in the future, a forecast is a roadmap. Some key
areas for forecasting are: 1. Cash flow 2. Labor demand 3. Sales
funnel 4. Work in progress.
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
16
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSESSION DESCRIPTIONS B - C
Blockchain: What is it and What do I Need to Building Cloud Infrastructure with an RMR Model
Know? Danny Lin, Head of Global Business Development, Video
Kyle Elicot, Co-Founder, Topio Networks Surveillance Segment, Seagate
Tuesday, May 4 • 9:00 AM - 10:00 AM Thursday, May 6 • 9:25 AM - 10:25 AM
Attendees will learn about the blockchain landscape as Create a reliable foundation for data growth in complex
a relatively new and secure way of building a database. surveillance environments with video surveillance solutions.
Blockchain is entirely software-based, meaning that this isn’t This efficient, user-friendly platform is certified with major
a piece of hardware. It’s a way of writing code. Learn about video management system (VMS) software and optimized
the blockchain ecosystem and if this makes sense for your for blistering performance of multiple concurrent streaming
business. and recording. Robust security features protect your data
from internal and external threats while reducing downtime,
Bosch G Series Certification* thereby ensuring the best possible uptime.
Brian Hughes, Technical Trainer, Bosch Safety & Security
Systems, LLC Can a Regulated Utility Move its Security to the
Tuesday, May 4, 8:00 AM - Wednesday, May 5, 5:00 PM Cloud?
This Bosch Intrusion course provides an in-depth look at our Joey St Jacques, Director of Business Development-Global,
new G Series Panels, highlighting the functions and abilities Feenics
of the products. Students will receive hands-on experience Monday, May 3 • 2:25 PM - 3:25 PM
with the B9512G Control Panel as well as extensive exposure Our department was tasked with reducing costs, elevated
to the Remote Programming Software (RPS), used to our business continuity plan and doing more with less…just
program and configure panel functionality. All students must like every other physical security practitioner is facing today.
take and pass all online prerequisites for the G Series/B Series This session will give you first-hand insight into the evaluation
Expert Certification (US) and G Series Master Certification checkpoints taken to move from traditional server-client to
(US) the online Introduction to G Series Panels (B9512G/ cloud-based access control, and the operational efficiencies
B8512G) (Online) prior to attending this classroom course. and cost savings gained due to this decision.
Building a Stronger Business Post-Pandemic with Career Transformation: A Journey of Self Discovery
Intelligent Video Elliott Gabriel, Sales & Design Professional, Preferred
Dan Cremins, Global Leader, Product Management, March Technologies, LLC
Networks Tuesday, May 4 • 10:25 AM - 11:25 AM
Monday, May 3 • 3:50 PM - 4:50 PM “Choose a job you love, and you will never have to work a day
The business landscape changed fundamentally at the start in your life.” -Confucius. Would a bold career move transform
of the COVID-19 pandemic, and as a result, today’s safety your life or the life of a person you lead? Our day to day job
and security needs have evolved. Organizations around the tasks often consume the majority of our time and leave little
world are facing new ways of conducting business as they room for reflection with regards to our future goals, growth,
try to comply with new health, safety and physical distancing and return on investment to ourselves and our organizations.
rules. This presentation will explore the security needs of As employees, we are often cast-typed into a particular role
organizations throughout the phases of COVID-19 and how based upon a multitude of factors and circumstances –
this has changed the way businesses can leverage their video education, experience, etc. As leaders, it may be challenging
surveillance solutions. Session attendees will learn about to best determine the most appropriate fit of an employee
intelligent video that delivers real-time alerts about building who may have indirect experiences that correlates to
occupancy and elevated body temperatures, and helps another role within your organization. In this session, Elliott
visually verify compliance with health and safety policies. Gabriel – a tenured professional in Project Management who
Session attendees will also learn how the following aspects of transitioned into the Sales & Design role two years ago – will
an intelligent video solution can provide ROI for businesses in highlight his journey from Project Management to Sales and
a post-pandemic world: receiving real-time email and instant the role that his company leaders played in his life-changing
message alerts that allow organizations to immediately transformation. His journey and recommendations will
react, analyzing occupancy levels over time across multiple inspire you to reflect on the career aspirations of yourself
locations as a measurement of site performance, the ability or your employees and how they align with current and
to visually validate that sites are adhering to business potential job roles.
procedures via automated Operations Audits with video
snapshots, and leveraging historical data to uncover trends
and identify areas to improve operations, customer service,
marketing and profitability.
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
17
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSESSION DESCRIPTIONS C
Cloud Video Surveillance in a Cyber Secure World Contactless Access Control and Management:
Hans Kahler, Vice President of Business Development, Eagle Using Turnstiles During the “New Normal” and
Eye Networks Beyond
Thursday, May 6 • 9:25 AM - 10:25 AM Nick Simon, National Sales Manager, Security, Alvarado
Just as crime doesn’t discriminate, neither does cybercrime. Turnstiles
Everyone’s susceptible – whether you’re a small mom-and- Monday, May 3 • 2:25 PM - 3:25 PM
pop shop, or a global brand like Target or Equifax. While most From minimizing the opportunity for unauthorized access,
businesses have proven cybersecurity in place to protect their to providing contactless entry and capacity control to meet
computers, many overlook the multitude of other devices current hygiene and social distancing requirements, this
connected to the internet, such as HVAC, access control, and session explores how turnstiles can meet the access control
video surveillance systems. So, how do you protect these needs of your facility in the “new normal” and beyond. Learn
other IoT devices, like video cameras, from being hijacked the benefits and performance features of optical and full
by malicious, unauthorized infiltrators? The short answer is, height turnstiles, as they help to enhance safety and security
“Look out for yourself.” The longer answer involves true cloud in a wide variety of applications, including corporate offices,
best practices. healthcare facilities and distribution warehouses.
Colliding of Industries: Fact or Fiction? Create New Solutions with Evolving Workspaces -
Tim Albright, VP, AV Nation Want to Know the Secret?
Monday, May 3 • 2:25 PM - 3:25 PM Chris Salazar-Mangrum, VP. USAV
Attendees will hear from industry experts about IT, Security Monday, May 3 • 3:50 PM - 4:50 PM
and AV technologies, strategies, and integration. This panel Returning to work after COVID-19 demands a rethinking
discussion will cover the ins and outs of the various industries of the workplace. Companies want to bring people back to
and touch on where it makes sense to diversify your offerings. the office because they know it’s the best place for people
In today’s world everything is connected to a network and to come together, align on priorities and get things done.
the technology is increasingly similar. Where does it make People have grown weary of isolation and look forward to
sense for the solutions and technologies to intertwine or stay being able to speak directly to their colleagues and solve
independent? problems. As organizations plan for people to return in waves,
they need a strategy for the physical work environment that
Compliance in the New Normal: Minimizing Risk by follows new safety protocols and allows people to create,
Leveraging Security Video collaborate and be productive.
Paul Fisher, VP Key and National Accounts - Global, Salient
Systems Creating a Culture of Excellence
Scott Grant, Director of Key Accounts, Salient Systems Chris Edward, Founder & CEO, Chris Edward Consulting, Inc.
Thursday, May 6 • 10:50 AM - 11:50 AM Monday, May 3 • 1:00 PM - 2:00 PM
In these challenging times compliance is only becoming How do you highlight a company culture to prove it is a
more complex. Restrictions to access facilities, whether great place to work? How can an organization enhance
it’s due to COVID-19 or protesters, does not eliminate the the team, individuals, and all potential new hires either
requirements to know what is going on at a location. If virtually or on-site? This session will cover the best practices
anything, the need is more important now. Using technology for communications and transparency, processes and
you probably already have at a facility to perform remote procedures, and work-life balance.
assessments sounds like the solution, but what are some of
the hidden issues in allowing departments outside of security Creative Ways to Compensate Key Employees
to view video. Robert Zarlengo, President, Robert J Zarlengo, Inc.
Tuesday, May 4 • 10:25 AM - 11:25 AM
Comprehensive Approach for Customer Acquisition Identifying, hiring and retaining the right key employees
and Retention is vital – not only to the success of a company today, but
Matt Hanley, Business Development Manager, Seneca to the owner’s potential exit from their business. This
Thursday, May 6 • 9:25 AM - 10:25 AM presentation will provide business owners, members of
In this session, we will present conceptual programs and leadership teams, and upper-level managers with insights
strategies in an effort to bring extensive value throughout into the process for ensuring that the right people are in
the channel. We will discuss technology, programs and the right seats, with emphasis on creative ways to motivate,
strategies in an effort to align solutions for integrators to compensate, and retain key employees. Attendees will also
address the challenges of end users. This presentation will gain an understanding of why retention of key employees is
provide leading and innovative concepts in ways to partner a fundamental component of a successful exit and how to
with manufacturers, integrators and end users to provide factor that objective into an exit strategy.
solutions that are comprehensive, extensive and within
budget.
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
18
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSESSION DESCRIPTIONS C - D
Critical Environmental Monitoring as a Managed Who do you call? Are you covered? Is the wrongful act
Service due to network security or a technology failure? We will be
Michael Furr, Director of Business Development, Winland discussing how a cyber event can be addressed by various
Electronics coverages and how your business can respond with the help
Monday, May 3 • 1:00 PM - 2:00 PM of a trusted insurance advisor. We will also look at market
Businesses, now more than ever, need to maintain regulatory trends, claims, and further coverage analysis as it relates to
and compliance requirements as well as eliminating risk your industry.
exposure for loss of inventory and equipment. Critical
Environmental Monitoring goes beyond just conditions C•CURE 9000 System Installer/Maintainer - AC9001*
such as temperature and humidity for inventories to include ($)
process and testing areas as well as equipment. Using David Davis, Training Manager, Johnson Controls
the cloud, learn how to implement monitoring of these Monday, May 3, 8:00 AM - Thursday, May 6, 5:00 PM
areas as a managed service to grow current offerings to The C•CURE® 9000 is a scalable access control and alarm
an existing client base as well as break into new markets monitoring, multi-site system that is built on the Microsoft®
and verticals. The class will include a review of different .NET platform. This is an intensive program designed to
market requirements as well as who the key players are. cover topics relating to system installation, configuration,
Let Environmental Monitoring Managed Services help you operation, maintenance and troubleshooting of the
grow your own business and become a true partner in C•CURE 9000 System. All aspects of system administration,
helping your customers succeed in theirs. In addition to the monitoring, and C•CURE ID badging are covered. There
discussion, a demonstration of this type of service will be is also comprehensive hardware coverage including the
offered in order to see first-hand the benefits and features. iSTAR® controllers, iSecure™Controllers (ISC), and associated
readers, inputs and outputs. All methods of connecting
Cultivating and Keeping Young Talent Through hardware including network interfaces are covered. This
Inclusion course is heavily focused on hands-on hardware and software
Kelly Bond, VP Dealer Development, Brivo labs requiring the student to actually install, configure and
Maureen Carlo, Director of Strategic Alliances, BCD troubleshoot the various components. This session is for
International Integrator personnel who are responsible for the installation,
Erin Mann, Strategy and Marketing Manager, Multifamily, configuration, or maintenance of a C•CURE 9000 system site.
Allegion Canada Inc. This is not an end-user or sales course. Successful completion
John Nemerofsky, COO, SAGE Integration results in Certification as a C•CURE 9000 Installer/Maintainer
Tuesday, May 4 • 1:00 PM - 2:00 PM (Level 2). Prerequisites: Experience with Access Control and
Presented by the SIA Women in Security Forum, this panel the Windows Operating System.
session will focus on attracting more diverse talent to our Prerequisites:
industry and keeping them interested in staying. Is our Experience with Access Control and the Windows
industry aging out? How do we cultivate a new pool of Operating System.
people? How do we reach them and motivate them to Documentation:
stay? Does inclusion drive diversity? Culture and values A training tablet is included for each trainee that includes
are paramount today. Young professionals want to work product specifications, manuals and videos. A certificate of
for companies that stand for something, and they want to completion is given to each participant.
be included in meaningful projects. Are business leaders Note: You must be a certified VAR for this company in order
adapting to this? Does tenure overshadow talent? Our to register for this session.
panel composed of veteran industry leaders and today’s
rising stars - from the Women in Security Forum and SIA Define Your Credential Strategy, or Others Will
RISE - will discuss the importance of unifying to cultivate Define it for You!
our community and create opportunities to work with and Paul Iverson, Credential Solutions Business Leader, Allegion
champion tomorrow’s security leaders. It is our responsibility Brian Marris, Product Manager Cards and Readers, Allegion
and can be our legacy. We’ve made real strides with diversity Monday, May 3 • 3:50 PM - 4:50 PM
as an industry over the past few years and must focus on the This session is a deep dive into the benefits of smart cards
equally important topic of inclusion. It’s one thing to invite and how to layout memory structure for your customers.
people to the table, but it’s all for naught if you don’t let them This will be a high-level understanding of the capabilities
eat. Your voice matters. Please join us and participate in our that smart cards offer and how an organization can secure,
conversation during this interactive discussion. but also share a single credential among different systems.
Learn how to discuss security of credentials, and educate
Cyber Risk Transfer and Incident Response You’ve customers (mech vs digital, prox vs. smart). Learn about
Been Breached - What Happens Next? the importance of selling “open” secure solutions (HID vs.
Erin Burns, Executive Vice President, INSURETrust MIFARE, LEAF, etc). Learn about how to assist customers in
Wayne Dean, Vice President, McGriff Insurance Services selecting the best form factors of electronic credentials for
Monday, May 3 • 3:50 PM - 4:50 PM application (Biometric, Mobile, Card, Fob, PIN).
When your business has a cyber breach what do you do?
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
19
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesSESSION DESCRIPTIONS D - E
Developing and Deploying Deep Learning Solutions Door Interlocks: Applications and System Design
for the Security Industry Skip Burnham, A/E Sales Manager, Dortronics Systems, Inc.
Kana Horie, Software Developer, Arcules Tuesday, May 4 • 2:25 PM - 3:25 PM
Ben Rowe, Cloud & Security Architect, Arcules In this one-hour AIA and BICSI approved course (earns 1-hr
Thursday, May 6 • 8:00 AM - 9:00 AM CEU) we will review the various types of door interlocks,
The use of deep learning methods to solve computer vision man traps, sally ports and their applications. We will define
problems have escalated greatly since 2012. The security and discuss the appropriate use of each type and their
industry has shifted toward embracing new technologies configuration to meet the intended design criteria.
in computer vision in recent years, and as such there is a
strong interest now to migrate traditional solutions to the Effectively Managing Sales and Operations to
newer deep-learning paradigms. Unlike traditional methods, Maximum Effectiveness
deep learning offers not only the possibility to reach higher Joel Harris, Principal Consultant, Navigate Management
accuracies but it also offers the opportunity to build systems Consulting
that constantly and continuously adapt (learn) to match the Tuesday, May 4 • 3:50 PM - 4:50 PM
demanding requirements of modern security and business Does your sales team often oversell your delivery capacity,
applications. In this presentation, speakers will discuss the resulting in frustration by your sales team and loss of
unique requirements and challenges of the security industry customer goodwill, sometimes even creating customer
-- primarily in surveillance -- and how to develop deep defections? More likely, how often does your delivery capacity
learning models suitable for addressing these challenges. go unused resulting in all your internal costs flowing to your
bottom line with poor or even disastrous financial results?
Digital Twins as a Means for Maximizing Design, How do you get these two fundamental business silos to
Implementation, Operations, and System Support work together for the good of the organization? Jack Welch
Success (and Profitability) popularized the use of “sales & operations planning” beyond
Benjamin Butchko, President & CEO, Butchko, Inc. a supply chain tool to an effective management tool. In
Kelly Watt, CEO & Founder, Visual Plan this session, we boil the essentials of sales and operations
Thursday, May 6 • 9:25 AM - 10:25 AM planning to give you a template and methodology to use in
This session will discuss how 360° Digital Twin imagery can your low voltage project-oriented business.
be used for practical applications of design, inspection, and
risk assessment to improve collaboration, reduce re-work Electronic Locking Devices for Access Control
and increase productivity. Beyond managing projects, we will Systems
tie in how visualization can play a critical role in education, Skip Burnham, A/E Sales Manager, Dortronics Systems, Inc.
training and meeting the urgent response needs of first Thursday, May 6 • 9:25 AM - 10:25 AM
responders during a critical incident. We will discuss real- Access control systems are used to limit entry into
world scenarios where visualization from the Digital Twin designated secure areas to certain personnel during
could have been life changing. predetermined time periods. In this one hour BICSI and AIA
accredited course (earns 1-hr CEU), we will review electrified
Division 8 and 28: Collaborating with Partners to door locking hardware and related components which
Best Serve End Users interface with electronic access controllers to provide a
Brad Aikin, Director of Field Marketing and Training, Allegion complete security solution.
Thursday, May 6 • 8:00 AM - 9:00 AM
This training will provide a thorough understanding of
the differences between Division 8 and Division 28 for
electromechanical solutions and how the industry is
changing. As the locking hardware becomes more integrated
with the access control security head-end system, the need
for proper installation, maintenance and configuration is
ever more critical. This session will help aid in understanding
how your company can be successful with these changes.
Attendees will learn about key trends in the end-user market
driving the need for 8/28 coordination Additionally, attendees
will learn about best practices from other Integrators that
are growing their businesses through channel collaboration
(Internal/External Locksmith, Education on Application value,
etc.). Lastly, attendees will learn about resources/tools to
assist their business in providing better value to end users
(Overtur, ALLE Integrator Resources, etc.).
Certification Executive Leadership Management Operations Sales
Cybersecurity Managed Services / RMR Marketing Procurement Technical
20
Schedule Subject to Change • * Multi-Day Course • ($) Additional Fee AppliesYou can also read
